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https://irlib.pccu.edu.tw/handle/987654321/41961
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| 題名: | Exploring the determinants and consequences of salesperson market orientation behavior An empirical study in the financial service industry |
| 作者: | Chen, YC (Chen, Yen-Chun)
Rivas, AA (Rivas, Adriana Amaya)
Wu, WY (Wu, Wann-Yih) |
| 貢獻者: | 企業管理學系暨國際企業管理研究所 |
| 關鍵詞: | ADAPTIVE SELLING BEHAVIOR
SALES CONTROL-SYSTEMS
PERCEIVED ORGANIZATIONAL SUPPORT
SOCIAL-LEARNING THEORY
VALUE CO-CREATION
CUSTOMER ORIENTATION
PSYCHOLOGICAL CLIMATE
MODERATING ROLE
WORKING SMART
COMPETITIVE INTELLIGENCE |
| 日期: | 2018 |
| 上傳時間: | 2019-01-23 10:28:26 (UTC+8) |
| 摘要: | Purpose While the importance of salesperson market orientation behavior (SMOB) is widely acknowledged, as evidenced by the increasing research attention this concept is receiving, discussion of its antecedents and consequences in the literature remains limited. The purpose of this paper is to focus on the antecedents of SMOB and the underlying process through which it influences sales performance.
Design/methodology/approach A causal model was developed to analyze the antecedents and consequences of SMOB. This proposed model and various hypotheses were tested using data obtained from a sample of 264 salespeople in the Taiwanese financial services industry.
Findings The learning orientation and behavioral controls of salespeople positively influence SMOB. In addition, SMOB plays a critical role in improving two types of working-smart behaviors (i.e., sales planning and adaptive selling), thereby achieving better sales performance.
Originality/value This report sheds light on the importance of SMOB in today's personal sales environment and uncovers the underlying mechanisms through which SMOB contributes to sales performance. It also offers specific guidelines for the assessment and management of SMOB to enhance the performance of salespeople within the financial services industry. |
| 顯示於類別: | [企業管理學系暨國際企業管理研究所] 期刊論文
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